2008 Resume .pdf

1. MARK A. MIRANDA
1074 E. Carla Vista Court Cell: 480-221-5488
Gilbert, Arizona 85295 Home: 480-792-0734
SALES EXECUTIVE AWARD WINNING SUMMARY
Successful Sales Executive responsible for worldwide sales and marketing management with extensive
technical and consultative selling experience to key multinational corporations. Documented award
winning track record as top performer throughout career in a wide variety of technical industries and
corporate cultures. Proven problem solver and team leader, skilled in strategic planning and global sales
management. Accomplished professional presenter with excellent oral and written communications
skills. Visionary in the development of creative alternate solutions, account penetration and
displacement of entrenched competitors.
CAREER SKILLS
Key Accounts Management Computer Systems Integration Sales
Capital Equipment Sales Strategic & Tactical Planning
Competitive Marketing Analysis Program Management
Business Development International Software Sales
Semiconductor Manufacturing Global Account Management
Strategic Negotiation Sales Management
PROFESSIONAL EXPERIENCE
Test Advantage Inc., Tempe, AZ. 2006 – March 08
Worldwide Sales & Marketing Manager
Responsible for the strategic development and successful implementation of all sales and marketing
efforts for the corporation’s software business portfolio. Enterprise software sales.
Provided leadership and training to Japan distributor impacting sales skills which resulted in key
strategic wins and 25% growth.
Developed operational infrastructure to support strategic sales operations across North America,
Europe, and Japan through implementation of CRM system and creation of Strategic & Tactical
Planning selling tools.
Developed strategic corporate product positioning messages, sales presentations, collateral
materials, and web-page content though effective teamwork and collaboration with Product
Management teams.
Effectively managed global sales Account Executives activities pertaining to business
development, forecasting, strategic and tactical planning activities generating $3M in software
sales startup effort.
Selected and coordinated industry related trade shows, developed corporate marketing strategy,
and optimized budgeting respective to projected ROI and business plan objectives.

2. Dai-Ichi Seitosho Co., Ltd. (“Disco”) Phoenix, AZ. 2002-2006
HQ: Tokyo, Japan
Key Accounts Manager
Global Account Manager for Intel Corporation. Effectively managed all business activities pertaining to
Intel’s semiconductor manufacturing requirements in the United States, Costa Rica, Malaysia,
Philippines and China. Provided strategic sales training to sales engineers and regional account
managers in the United States.
Led global team to win Intel’s prestigious Supplier Continuous Quality Improvement Award
2002, 2003, 2004, 2005 by maintaining a 95% score on a quarterly basis pertaining to design re-
engineering, technology development, cost of ownership reduction and early engagement at
R&D while maintaining key corporate relationships at all levels positioning Disco as a strategic
supplier.
Successfully negotiated all terms of master contract with Intel personnel over three month period
pertaining to intellectual property, pricing, global service & support rates and escalation resulting
in Win – Win thereby establishing foundation for SCQI wins and strategic partnership.
Won next generation die thinning production node technology resulting in multiple repeat orders
for $2M (each) capital equipment sales in support of Intel’s global production requirements.
Co-Chaired executive review sessions with Intel and Disco executive staff with exemplary
results resulting in 10% annual growth in sales revenue.
Corporate account management oversight for multinational accounts based in USA.
KLA-TENCOR CORP., Phoenix, AZ. 2000-2002
Motorola Global Account Manager
Successfully managed sales campaign for startup of Motorola MOS-17 Tianjin China while increasing
market share for all KLA hardware and software products on a global level culminating in $16M within
the first three months and $35M from March of 2000 to March of 2001.
Met or exceeded all targets, quotas and bonus objectives FY2000-FY2002.
Developed local team of applications engineers, field service and regional product managers
devoted to Motorola resulting in significant account penetration and control.
Obtained 85% market share in China utilizing consultative selling and strategic planning.
SEMITOOL INC., Phoenix AZ. 1997-2000
Regional Accounts Manager
Account Manager for Motorola, Intel, Microchip, ST Microelectronics, Burr Brown and all second tier
accounts in Colorado.
Won strategic business at Motorola for copper interconnect deposition systems competing
against Applied Materials and Novellus resulting in $4M initial sales and positioning Semitool
ECD as “process of record” for duplicate sales across all factories valued at $20M.
Sold first fully automated ECD multi-chamber reactors to Motorola CS-1 for gold deposition on
gallium arsenide netting $6M in new business.
Created and implemented sustaining engineering program for Motorola to overcome critical
objections impacting strategic sales growth.

3. Rodel Corporation., Phoenix AZ. 1994-1997
Southwest Regional Business Manager
Global Motorola Account Manager in addition to all accounts in Arizona, Colorado and New Mexico.
Responsible for selling industrial chemistries and consumables for semiconductor manufacturing
applications.
Named Rodel’s #1 Regional Manager at Presidents Club as a result of achieving all assigned
strategic objectives and penetrating Hewlett Packard, Rockwell International and Motorola with
experimental chemistries for CMP applications.
Managed Rodel’s largest, highest volume region resulting in 110% of target and 35% growth in
FY95, 137% of target at 60% revenue growth for FY96.
Digital Equipment Corp., Marlboro Mass. 1987-1994
Sales Executive / Senior Programs Manager
Sold mainframe computer systems, network equipment, systems integration contracts and services. Key
Account Responsibility for Strategic Defense Command and related prime contractors.
Generated $45M of revenue at an average 182% of goal for seven years through effective
utilization of consultative selling techniques and management of cross functional team resources.
Achieved Digital’s highest performance awards on a consistent quarterly and annual basis
including DEC100, Circle of Excellence, Year End Top Performer, and High Performance
Systems Award.
Metric Highlights From 12 Formal Awards As Top Performer:
Product Sales Award winner 465% of goal.
Service Sales Award winner >1000% of goal.
Total Sales Award winner 175% of goal.
Overcame Digital’s credibility issues to win multiple systems integration contracts with Johnson
Controls, Strategic Defense Command subcontractor, generating $16M from 1991-1993.
Attained four promotions to corporate headquarters as Senior Programs Manager II., 1993.
EDUCATION
Bachelor of Business Administration, Marshall University
Executive Management Education & Anderson Consulting, Michigan University
Other Training
Burroughs Hospital & Health Care Education
Miller Heiman-Strategic Selling®, LAMP®
SPIN® SALES, 21st Century Selling®, Think! Inc.-Negotiation, 6-Sigma: KLA-Tencor